Certified Value Builder™ Masterclass - June 6-7, 2018

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Vantage Venues

150 King st. West

Toronto, Ontario M5H 1J9


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Please note, you will be required to complete the online component of The Certified Value Builder™ training prior to your arrival at the event.

During the two-day live masterclass, you will take what you've learned in the online training and put it into practice through a series of case studies and role-play scenarios with an elite group of your peers.

Masterclass Agenda

Day 1- June 6, 2018

- 9:00am Welcome & Introductions

- 9:15am The Vision Finder

During this opening exercise, you’ll fine tune and articulate your vision as a business coach

and identify the type of coach you aspire to be.

- 9:45am The Value Builder System: Overview

In this quick overview, we’ll review the Value Builder’s 3-step system and the 12-module engagement methodology for helping clients build valuable companies.

- 10:00am Discovering Your Target Market

In this session, we’ll take a look into the psychographics of the entrepreneur, their motivations, and their attitude towards exiting a business. You’ll discover the differences between three different segments of business owners, and begin to explore how to best position The Value Builder SystemTM for each. Finally, you’ll take the time to define your own target market in advance of crafting your strategy for attracting and retaining your ideal client.

- 11:00am Building Your Practice

In this session we’ll discuss the three pillars on which your business’s growth, efficiency and reputation will rest. You’ll have an opportunity to assess your current business before launching into an interactive day of best practice and idea sharing.

- 11:15am Your Client Engagement Model

You’ve looked at who you are selling to, now we turn our attention to what you are selling. Is it a value-add service supporting something else, individual coaching, group or mastermind coaching? Will you offer one highly focused package or a few different options? How will you price your services? Discover what has worked for others and what will work best for you as we map out your Client Engagement Model.

- 12:45pm The Pitch

This role-playing exercise will allow you to practice your sales presentation and fine-tune your messaging based on each psychographic profile.

- 1:15pm Lead Magnet Strategy

What is the #1 mistake to avoid when creating your website? During this session, we’ll discuss how to maximize your opt-in rates and make the most of the assets available to you in your lead magnet strategy.

- 2:00pm Staying Top of Mind

In this session, we’ll discuss the Entrepreneurial Biorhythm and the importance of staying top-of-mind with your prospects. You will also learn how to automate a drip marketing campaign built right into The Value Builder SystemTM.

- 2:30pm Leveraging Workshops, Speaking and Partnerships to Fill Your Funnel

During this session, you’ll learn how our most successful advisors leverage workshops and speaking engagements, often done in conjunction with partners, to build their practice.

We’ll discuss the three workshops we offer and when to use each one.

- 3:00pm Putting it All Together

Before ending a full day of Value Builder education, we’ll take the opportunity to talk about how it all comes together into one engagement you can sell to clients.

- 3:45pm Your Sales Cycle

What steps do you employ in your sales cycle? How will you integrate the Value Builder SystemTM into your prospecting? How will you monetize your time? In this session, we’ll delve into these questions and more.

Day 2- June 7, 2018

- 9:00am Introduction To Day Two

- 9:15am Putting Action Into Practice

In this session, we will put the theory aside and dig into the software giving you an opportunity to see and ask questions about product features, common stumbling blocks, and little known secrets to success. Get your feedback and questions ready for this interactive session!

- 10:100am Case Study: The Value Builder Assessment

During this session you’ll have the opportunity to practice delivering a Value Builder Assessment. You’ll be given a hypothetical scenario complete with a fictitious business and a corresponding Value Builder Assessment. You’ll have a few minutes to study the assessment and will then be asked to role-play delivering the assessment to the business owner. You’ll then switch roles and have the opportunity to assume the position of business owner being assessed.

- 11:00am Case Study: The Scalability Finder

During this session you and a group of three other advisors will be asked to complete The Scalability Finder exercise for a hypothetical business that is stuck in “The Owner’s Trap”.

- 11:45am Case Study: Recurring Revenue

In a small working group of your fellow advisors, you’ll be given a case study featuring a business that is struggling to create recurring revenue. You’ll be tasked with developing a short list of ideas for creating automatic customers for this business.

- 1:15pm Case Study: The Switzerland Structure

Working in a small team, you’ll be tasked with developing a short list of “tactics” for helping an owner reduce their exposure to employee turnover. You’ll be asked to consider techniques for both minimizing the probability of employee turnover as well as lessening the impact of employee departures when they do happen.

- 1:45pm Case Study: The Valuation Teeter Totter

You’ll be assigned to a working group of your fellow advisors and asked to work through a mini-study of a business struggling to create a positive cash flow cycle. Your task will be to turn a negative cash flow cycle into a positive one.

- 2:45pm Case Study: The Short List Builder

You’ll be given a real life scenario featuring a small company that has asked you to help them identify a short list of potential strategic acquirers. Your job will be to identify a short list of companies with a strategic reason to buy your client’s business.

- 3:30pm Bringing it All Together

Before ending a full day of Value Builder education, we’ll take the opportunity to talk about how it all comes together into one engagement you can sell to clients.

- 3:45pm Action Planner

This session will allow you to put what you have learned in the last two days into action by developing a 90-day action plan.

- 4:15pm Wrap Up and Next Steps

Terms & Conditions:

Your registration fee includes buffet breakfast, snacks, lunches and dinner on the first night of certification, as well as all course materials. Your registration fee does not include travel or accommodation.

You will be responsible to arrange your own transportation to and from the venue.

Cancellations with at least 60 days notice of the event date, will be able to send a substitute to the training but your substitute would need to apply and the sole decision on whether or not the applicant is a suitable replacement rests with Built to Sell Inc. Should less then 30 days written notice be provided, your registration fee paid (if applicable), and masterclass seat is forfeited.

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Vantage Venues

150 King st. West

Toronto, Ontario M5H 1J9


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